Positioning Your Company for Sales Success

Understanding how to position your company for sales success is critical. In this program, you will understand how to improve sales and marketing alignment with a clearly defined market position and value prop. You will know how positioning yourself with the right buying influences is key to sales acceleration.

We all know that you cannot sell to someone you cannot get in to see.
Many sales trainers and managers give the glib advice of "just pick up the phone."
Well, for many salespeople, that advice just doesn't cut it.
Sales Call Reluctance is an emotional hesitation to initiate contact with potential buyers. It is fear, which is a mental response to a perceived threat. The good news is that it is a learned habit. You can unlearn it. Our habits are written in our bodies. Trying to overcome Call Reluctance mentally does not work in the long run. To become confident lead generators who are unstoppable, you need to involve your whole being, which includes your body posture, your emotions, and your language. When you are prospecting, your emotions are controlling the show.

You will learn:

1.The four different body postures that will positively influence your lead generation.
2.The emotions and feelings that stop most salespeople from being their best and what to do about them. You will learn how to navigate through the emotions of prospecting.
3.The internal language that can shift your focus and attention while prospecting and also on your sales calls.

Top performing salespeople understand that the ability to negotiate is key to maximizing profit for their organizations. In this webinar we will cover how to effectively plan for and execute on strategic negotiations in high stakes deals.

You will learn:

1.The different types of negotiation
2.How to identify which type of negotiation is suitable for different situations
3.An in-depth planning process for important negotiations
4.How to effectively handle negotiations to achieve Win-Win outcomes

Do you need more and more effective leaders in your organization? Are you unhappy with the efforts you have made in developing leaders in the past or just wish you could do more? Do you wish you got a higher ROI on your leadership development investments?

If you are interested in helping more leaders create better results for the benefit of their teams, themselves and your organization, this will be a great investment of your time.

Our organizations have never needed more effective leaders more than now; and yet most organizations feel something from a mild frustration to a serious pain regarding the effectiveness of their leadership development processes.

In this practical and relevant webinar we get back to basics and explore proven principles of leadership and learning. Then we will introduce a framework that will work; and give you a plan for applying your organizational needs, goals, and culture to the framework to create more effective leaders in your organization.

You will learn:

1.Identify the specific challenges with your current Leadership Development process
2.Describe a comprehensive framework that provides a starting point to create your organizational model
3.Identify a roadmap to implementation

Join sales management expert Steven Rosen and his guest sales leadership expert Jonathan Whistman for an insightful Fireside Chat. In this episode, they will share their insight on what it takes and how to become a STAR sales leader and Sales Boss.

Few PowerPoint, no videos, just open and frank discussion.

Expect an action-packed webinar filled with sales management gems, pearls, powerful insights and stories that will help you crush your sales numbers.

Effective sales leaders/sales bosses can produce tremendous results. The challenge is most sales managers are too busy to focus on becoming a STAR sales leader.
You will learn:

- How to become a STAR sales leader/Sales Boss
- What are the right Behaviors that sales bosses exhibit
- How Bosses impact the outlook of the team
- The skills necessary to be a STAR sales leader
- The impact your stature has on the team

Companies of all sizes thrive or simply survive, based on their ability to develop a strong, consistent and repeatable pipeline. According to CSO Insights, 67% of CEOs polled stated that their #1 goal is acquiring new customers. Experts Jim Hale and Chris Ryan will share their top strategies used to accelerate pipeline growth at some of the most dynamic U.S. and international companies. In this dynamic and fast-paced presentation, you will learn the threats on both the marketing and sales sides, that can prevent pipeline growth and also discover the best opportunities you have to stop revenue leakage and get on a solid growth path.

Ryan and guest expert Hale will discuss important topics like: how to ensure that your pipeline numbers are accurate; why too much technology and processes can hurt you; why your messaging can be even more important than sales skills; how marketing and sales can work together synergistically to boost revenue faster; and why an account-based marketing (ABM) program may be your best bet for selling larger deals. Specific examples will be provided of companies that used these strategies to go from low-growth to high-growth.

You will learn:

1.What you need to fix now to get your pipeline in order.
2.The danger signals that your pipeline is in trouble.
3.How to use opportunity assessments to improve pipeline accuracy.
Why marketing plays a big role in sales pipeline growth.

Description: Part #9 in the series Your Growth Ecosystem: Don’t Think Small About Your Big Accounts. For CEOs, Presidents, Founders/Owners, Business Development Heads, Sales VPs, and Key Account Managers of companies of any size, with special relevance to those with $10 million to $500 million in annual revenue. The series is a strategic, high-level approach to managing your organization to successfully sell and grow sales to multinational and global corporations.
When you have sold a deal into a big corporation, you will often have a delivery team inside that account, led by a project manager, at the same time that another sales rep or account manager from your company is working to land new business. The new business opportunity may be in another facility—in another region, a different subsidiary, even another country. Far too often, there is no contact between the team inside and the team selling new business. That’s a huge lack of foresight and opportunity, both to serve your client better and to improve your chances of success. This webinar is about how to manage your inside team(s) to produce steady new revenue from your large account.

You will learn:

1. What assumptions you should make about your global clients.
2. How management training and sales training needs to address these issues.
3. What opportunities you should be looking for.
4. How to use this circumstance to become a trusted advisor.
5. How to align your sales strategy with your customer’s strategic objectives.

Are you trying to build a profitable business using 3rd party partners to sell for you and can’t figure out what’s going wrong?

Many companies operate under a channel sales model without ever having heard of the term, much less understand how to create a channel selling team that sells their products profitably and consistently.

This session focuses on the 7 deadly mistakes companies make when putting a channel selling strategy in place.

You will learn:

The skills you need to sell through 3rd parties.
How to choose the right partners and onboard them for success.
About a system of tools to help you plan, manage and steer a straight course to powerful, profitable partner-centric partnerships.

Are you frustrated by writing sales emails that don't get a good response? Either you're not getting many replies (cue the crickets) or your emails don't move the sales process forward much (cue the snails!).

Well, there's good news. In this new webinar, award-winning copywriter Steve Slaunwhite and Teneo Results president Lisa Leitch will show you strategies that will boost your sales email success rates by 35% or more.

You'll walk away with several step-by-step techniques you'll be able to use right away to craft emails that get noticed, get opened and — most importantly — get actions. Think of the impact that will have on your prospecting, your follow-ups, your sales.

You will learn:

A few minutes of research will enable you to write customized messages that get better responses
The double whammy approach to increase your response rate
Blocking time every week to pro-actively prospect

Getting promoted to a supervisory role is exciting . . . and scary. A promotion to leadership, supervision or management brings new responsibilities, new relationship dynamics, and new opportunities for personal and career growth. And often, new leaders don’t get the training, support, and guidance they need to be successful.

Did you know that 40% of new managers fail within the first 18 months of promoting them? Why? They got promoted because they were good at their job—not because they can actually lead people. They’ve never led people, dealt with challenging time management issues, administered company policy or had to deal with upper management directly before. In other words, they’re completely unprepared.

The good news is first-time managers and supervisors can learn the kinds of things it usually takes managers years to learn. Whether you are in learning and training or HR wanting to help others in this important and challenging position or are that new leader yourself, this interactive and informative webinar will help you be more effective and successful.

You will learn:

1. The most common mistakes new leaders make (and some solutions)
2.The four perspectives that must change for a new supervisor to be successful
3.How to manage relationships and expectations during the transition – up, down and across the organization

You are a CXO, you want to increase enterprise sales. You spend a lot on marketing and business development, so why aren’t your share of large sales opportunities growing at the pace you need? While you have had success in new client pursuits, it is less clear what role you and your Leadership team play in enabling stronger performance on larger deals. Michael Dalis — a recognized leader on the subject of B2B selling, sales leader and author of Sell Like a Team - How to Win Big at High Stakes Meetings — invites you to join him in this webinar to enable you to:

-identify the likely root causes of your organization’s slow growth in enterprise selling,
-avoid the common failure points in enterprise sales initiatives, and
-pick your spots where strong Leadership and Coaching accelerate growth in this important part of your business.

Following this webinar, it will be clear what you can do as a leader to drive faster Business Development growth through enterprise selling, by making the right adjustments to your Business Development investment.

Do you know how to leverage the account team to win your biggest (5X) opportunity?

You will learn:

1.Why the full account team must be activated to win your biggest contracts.
2.What you need to know about the pitfalls associated with team selling.
3.How to determine if you are on the right track and set up for success.

Here’s a statistic that will boggle your mind: Humans consume 74 gigabytes, the equivalent of 175 newspapers of content, per day. Customers are assaulted with facts, pseudo facts, white papers, media and statistics all posing as relevant information. Much of the well sourced information is contradictory. Sorting the “need to knows” from the “nice to knows” can be exhausting. Add to this a new average of
ten stake holders and more and more customers are defaulting to the status quo or a no deal. What’s the solution? New research, just released by Gartner, reveals that sellers who help make sense of information, who can simplify and tune into the feelings of their customers rather than piling on more data, significantly outperform
their peers. How must sellers adapt to this new reality? What are the three most important behaviors to this new reality of sense making?

Understanding how to position your company for sales success is critical. In this program, you will understand how to improve sales and marketing alignment with a clearly defined market position and value prop. You will know how positioning yourself with the right buying influences is key to sales acceleration.

Whether you're looking to get started in sales, or are already established and want to plan the next steps of your sales career path this, is for you! In this webinar Scott Ingram, founder of Sales Success Media, will talk with David Weiss, Sales Executive at ADP and author of “Your Definitive Sales Career Guide,” about how to start, grow and manage your sales career journey.

You will learn:

1. The best way to get a strong start in the sales profession
2. Intentionally advancing into better opportunities and bigger earnings
3. How to develop relationships with mentors
4. What it will take to get to the next level

Description: Part #8 in the series Your Growth Ecosystem: Don’t Think Small About Your Big Accounts. For CEOs, Presidents, Founders/Owners, Business Development Heads, Sales VPs, and Key Account Managers of companies of any size, with special relevance to those with $10 million to $500 million in annual revenue. The series is a strategic, high-level approach to managing your organization to successfully sell and grow sales to multinational and global corporations.
Volumes have been written about how to match your sales process to “the buyers’ journey.” Frankly I think most people involved in selecting and influencing big, complex buying decisions in large corporations don’t have any real clue how to do it. Procurement people have a set of procedures and rules, but they still have to satisfy the end users, who may have very different ideas about what criteria are most important. And the relative power of procurement and executive users varies greatly. Smart sellers know how to lead the buyers to the right decision, and how to do that is the subject of this webinar.

You will learn:

1. How to locate and connect with the appropriate buyers and influencers.
2. How to plan with an internal team.
3. How to plan for the initial meeting..
4. How to prepare great questions.
5. What to do when the process stalls.

It is fourth quarter what is your plan? Believe it or not, the fourth quarter is the most important business sales quarter of the year. What you do in fourth quarter not only determines your numbers for the year, it has a major impact on your future success as well.
But fourth quarter is famous for being the quarter you slow down, stop selling, and over-indulge in activities that do anything that keep sales growing.
Keeping the energy high and the drive going through fourth quarter can be tough! First you’re tired; you have worked hard all year long to meet your sales quotas, excel at your goals and ensure that your bottom lines is healthy and strong. Not to mention the fact that fourth quarter comes with schedule overload: budgeting, holidays, parties and a much needed break from the everyday routine.
But if you want a strong first quarter – the key is to start now. You need a strategy to keep the momentum going. Join us for this high-energy, power-packed webinar designed to put you ahead of your competition, and drive strong to the finish line.

You will learn:

1. Why fourth quarter is the key to success in sales
2.Proven strategies that keep clients engaged, an business moving through fourth quarter
3.Epic ideas to position yourself for more closed sales first quarter
4.Secrets to getting clients to put you at the top of their holiday list
5.Your personal plan of action

Join host Carole Mahoney as she talks with Matt Miller, a teacher, blogger and presenter who has infused technology and innovative teaching methods in his classes for more than 10 years. He is the author of the book Ditch That Textbook: Free Your Teaching and Revolutionize Your Classroom and writes at the Ditch That Textbook blog about using technology and creative ideas in teaching.

In this 30 minute interview, Carole asks Matt:

1. What is the one thing that salespeople can do to better educate their buyers and adopt new ideas?

2. What is one thing that sales managers can do to help salespeople learn and apply new skills?

3. We are overloaded with tech- in every profession and market, it was supposed to make us more productive- but has it?

4. What are some things that sales managers can use (like in GOogle apps) and how should they use them?

As a salesperson, you need confidence and passion to win. But as buyers and AI options continue to gain power, it’s easy to feel beaten down in a world where customers no longer seem to need you. As deals fall through and commissions dwindle, you feel desperation begin to sink in. Blow after blow, you wonder: Am I going to lose the career I love—to a robot?
Join Anita Nielsen, author of Beat the Bots, and host Deb Calvert to learn strategies so you can get up off the mat and come out swinging.

You will learn:

1.How to use the power of personalized value to differentiate yourself.
2.Make Human-to-Human connections with your buyers.
3.Use the new ABC: Always Be Considering your client’s needs.
4.Psychological principles that make you more effective in delivering value.

Do you know how to build a winning strategy to land your largest prospect? Has the account team mapped out all the strategy points? Do you have short, medium and long term account goals?

You will learn:

1.Why account strategy development is a fundamental element required to win 5X deals (i.e. contracts valued at 5X your average deal size).
2.What are the most important aspects to a winning strategy?
3.How to determine if you are on the right track and set up for success.